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Create a ROI-Driving Partner ExperienceChannel Sales Manager
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What is a channel sales manager?
A channel sales manager is responsible for overseeing and managing the sales relationships between your company and its channel partners. This role is crucial for driving sales through indirect channels and ensuring your partners are well-equipped and motivated to sell your company’s products or services.
A channel sales manager often works between a few departments and typically oversee a few key responsibilities, including:
- Developing channel sales strategies: Developing and implementing tailored sales strategies for your partners
- Overseeing partner sales enablement: Creating and distributing collateral about your company’s products and services, so partners are equipped to sell them successfully
- Creating sales targets: Crafting achievable sales targets with partner teams, and monitoring progress against those targets
- Building incentive programs: To support continued channel growth, channel sales managers create incentive programs that resonate with partners
- Managing lead and deal processes: Building automated processes so partners can easily register deals and manage new leads is an integral function of this role
- Channel conflict resolution: Helping manage any issues that come up between partners and internal sales teams
For example, a typical day for a channel sales manager might start with developing new sales strategies for the upcoming quarter with your internal Sales team and then distributing new product collateral to partners with input from Marketing. In the afternoon, they might meet with a few partner teams to set sales targets and discuss performance.
According to in-depth research from PartnerPath, the people at the center of your company’s partner program have the largest impact on the overall engagement from your partners.
The success of a company’s channel sales strategy heavily depends on the effectiveness of its channel sales managers. Their ability to maintain strong partner relationships, develop strategic initiatives that drive more sales, and support partner success is critical for driving sales and growing revenue.
Start and Scale Your Channel Ecosystem
Accelerate engagement and profitability at every stage of the partner lifecycle with Impartner, the top-rated partner management solution on G2. Download our guide on how to build your own thriving channel ecosystem!
